When a customer says they want to shop around, which attitude best reflects the salesperson's stance?

• A. I Understand; The Harder You Look Around, The Better Our Company Will Look
• B. We Won’t Discuss Competitors
• C. There Is No Need to Look at Competitors
• D. Please Bring Competitor Quotes

Answer: (A)

When a customer says they want to shop around, the best stance is to acknowledge their need and show that you welcome the comparison. Saying you understand and that the harder they look around, the better your company will look communicates confidence in your value and transparency in the process. It signals that you have nothing to hide, and that you’re confident your product or service can stand up to scrutiny. This builds trust, reduces sales pressure, and invites an open conversation about how your offering truly meets the customer’s needs, not just a quick pitch.

Other attitudes fall short because they shut down discussion or imply that the customer’s due diligence is a nuisance. Refusing to discuss competitors feels evasive; insisting there’s no need to compare ignores the customer’s legitimate process; and asking for competitor quotes can come off as combative rather than collaborative.